Assistant Sales Manager

What you will do:

We are seeking a customer-focused Solution Sales Representative to grow Johnson Controls business across commercial and industrial markets, with a strong focus on strategic and large-value opportunities. You will work with end users, consultants, contractors, and other key stakeholders to identify opportunities, shape solutions, and support the full sales cycle from early engagement through close.

Key Responsibilities:

• Develop and manage relationships with large-deal clients and strategic stakeholders across the Johnson Controls portfolio.
• Drive sales opportunities for a broad range of solutions, including HVAC, controls, chillers, heat pumps, AHUs, central air conditioning, and related Johnson Controls technologies.
• Build on existing accounts while identifying new business opportunities with end users, specification consultants, main contractors, and M&E contractors.
• Provide technical consultation and commercial support throughout the sales cycle, from early discussion to proposal, negotiation, and handover.
• Prepare clear and persuasive proposals that connect solution capability with customer value and profitable growth.
• Work closely with internal engineering, project, and service teams to align solution design, delivery, and customer expectations.
• Monitor market activity, competitor movements, and emerging trends to uncover new opportunities across the portfolio.
• Maintain accurate sales forecasts, opportunity updates, and customer records.
• Manage complex, high-value opportunities with long sales cycles and multiple decision-makers.

How you will do it

• Own outcomes with accountability by managing large opportunities with discipline, keeping commitments visible, and following through on customer priorities.
• Stay close to the work by engaging directly with customers and channel partners to understand the commercial, technical, and operational drivers behind each deal.
• Improve every day through candid opportunity reviews, strong follow-up, and continuous learning across Johnson Controls products, applications, and market developments.
• Win as one team by collaborating across sales, engineering, project, and service functions to remove obstacles and deliver solutions customers can trust.
• Use a consultative approach that balances technical credibility with commercial awareness on large-deal pursuits.
• Communicate clearly and proactively so customers, partners, and internal teams stay aligned throughout the sales process.

What we look for:

• Experience in handling strategic accounts or large-value customer opportunities.
• Knowledge of commercial and industrial customer environments and the ability to sell across a broad product portfolio.
• Technical background to degree level, or equivalent practical experience in a relevant mechanical, electrical, building services, or engineering discipline.
• Strong interpersonal, communication, negotiation, and presentation skills.
• Ability to manage multiple opportunities independently while maintaining a strong customer focus.
• Comfort working with commercial documentation, forecasts, and CRM or sales reporting processes.
• Experience working with end users, specification consultants, main contractors, and M&E contractors on complex, high-value opportunities.
• Exposure to retrofit, decarbonization, or energy efficiency projects.
• Experience selling across multiple Johnson Controls product lines or other integrated building solutions.
• Bachelor's Degree in Mechanical Engineering, Electrical Engineering, Energy Engineering, Building Services, or a related field.
• At least 5 years of experience in technical sales, solution selling, or business development within HVAC, energy services, building automation, or related industries.
• Proven experience in Energy Performance Contracting (EPC), energy efficiency retrofits, sustainability projects, or performance-based service agreements.
• Strong understanding of HVAC systems, building controls, chiller optimization, energy management, and smart building technologies.
• Experience conducting or supporting energy audits and identifying opportunities to reduce energy consumption and operating costs.
• Ability to develop financial justifications including ROI, payback analysis, lifecycle cost assessments, and energy savings calculations.
• Demonstrated success in engaging facility owners, commercial real estate groups, industrial customers, consultants, and senior management teams on complex projects.
• Experience managing long sales cycles involving multiple stakeholders, including consultants, contractors, developers, finance teams, and end users.
• Strong presentation, negotiation, and relationship management skills.
• Working knowledge of sustainability programs and green building certifications such as LEED, EDGE, BERDE, or equivalent frameworks.
• Professional certifications such as Certified Energy Manager (CEM), Certified Energy Auditor (CEA), Certified Measurement & Verification Professional (CMVP), or equivalent are advantageous.
• Experience with performance guarantees, energy savings agreements, and energy service contracts is highly preferred.

Preferred Experience

• Energy Performance Contracting (EPC)
• Chiller plant optimization and modernization
• Building Automation Systems (BAS/BMS)
• HVAC retrofit projects
• Decarbonization and Net Zero initiatives
• Smart building technologies
• Industrial and commercial energy efficiency projects
• Integrated solutions involving HVAC, controls, fire, security, and digital platforms

Key Attributes

• Technical credibility with the ability to engage both engineers and executive decision-makers.
• Strong commercial mindset with a focus on driving profitable growth.
• Comfortable leading discussions with C-suite stakeholders and influencing investment decisions.
• Able to work closely with engineering, finance, operations, and project delivery teams to bring complex projects to closure.
• Results-driven, self-motivated, and capable of independently managing a portfolio of strategic opportunities.